The sales management community on BrightTALK is made up of thousands of sales management professionals. Learn about sales training ideas and techniques while improving pipeline development strategies. Join the conversation by participating in live sales development and management webinars and round tables.
Lloyd Yip, The Startup Sales ExpertRecorded: Apr 23 201939 mins
In this session, we will explore how to craft an elevator pitch which effectively communicates your ideas, so you can maximize the interest that others have in you and your business.
Having a strong elevator pitch is crucial, as it could be the difference between success or failure in sales conversations, at networking events, or investor meetings.
You will learn:
1.The 4 ingredients that you need to build a strong elevator pitch
2. How to ultimately structure your pitch to be cohesive and tailored for the audience
3. How to avoid the biggest mistakes that often destroy an elevator pitches effectiveness
4. In-depth breakdown of strong and weak elevator pitches
5. How to progress PAST the elevator pitch to build strong relationships
Amy Franko, The Strategic Sales ExpertRecorded: Apr 18 201943 mins
In today’s world, we’re hyper-connected, just one or two clicks away from virtually any decision maker or influencer. And so is your competition. How do you rise above the noise? How do you turn connectivity into valuable relationships -- and then into sales results?
Social capital. While social capital will likely never have a line item on a P&L, modern sellers know that the quality of their relationships directly impacts their sales pipeline and overall sales results. In fact, 85% of Amy Franko’s book of business is directly attributed to her network and the quality of her social capital. In this talk, she’ll share her top frameworks and strategies with you, directly from her Amazon best-seller, The Modern Seller.
You will learn:
The key elements of social capital and the types of relationships you need to build
Two social frameworks that will help you accelerate sales
Gaining access to centers of influence, knowing what value to provide, and earning more traction with them
Specific online and offline strategies that will grow your strategic relationships
As a bonus, you’ll receive the Key Relationships Inventory, to help you evaluate the strength of the key relationship types in your specific customers.
Peter Joles, Yelena KasianovaRecorded: Apr 17 201946 mins
Many bots fail to deliver enterprise ready conversational solutions and fall short of understanding inquiries.
That's where our Conversational AI Platform Teneo is different.
Teneo is one of the most human-like experiences available in commercial conversational AI today, providing the complex capabilities required to create the simple, intuitive experience that your customer demands, while increasing customer engagement. With Teneo, a chatbot can be trained to go beyond the typical 85% understanding mark of competitor products to deliver near perfect results every time.
Join Peter Joles, Presales Consultant at Artificial Solutions as he demos a Teneo built financial bot called "MyBank". See in real-time how Peter adds flows to enhance the chatbots' capabilities.
Introducing Teneo Developers, a new comprehensive resource to allow enterprise developers and partners fast access to experience the power of Teneo. Visit www.teneo.ai to get started for free.
Barbara Weaver Smith, The Large Account Sales ExpertRecorded: Apr 17 201943 mins
Program #4 in the series Your Growth Ecosystem: Don’t Think Small About Your Big Accounts. For CEOs, Presidents, Founders/Owners, Business Development Heads, Sales VPs, and Key Account Managers of companies of any size, with special relevance to those with $10 million to $500 million in annual revenue. The series is a strategic, high-level approach to managing your organization to successfully sell and grow sales to multinational and global corporations.
This program begins a 3-part unit on how structural organization will either enhance or stifle your large account sales success. Making good decisions early will improve your ability to scale as you grow. Large accounts, key accounts, global accounts by their nature require a different type of sales organization than the one that runs your everyday small and midsize accounts. For larger companies, I’ll present ideas on restructuring if that’s what you need.
You will learn:
1.How to structure your sales organization to meet your large account sales goals, even when you are small.
2.What organizational structures are most likely to scale.
3.Inside, outside, or both sides? How you can decide.
4.Complications in large account organizing and how to avoid them.
5.How to include channels in your sales organization.
Lisa Dennis, The Buyer-Focused Value Propositions ExpertRecorded: Apr 11 201945 mins
How was your last value proposition developed? A brainstorming session? Individual effort? Copying other value props? Does Sales create their own value prop, even though Marketing already has one? In over 30 years of marketing and sales experience, I have discovered there are as many ways of getting to one as there are people trying to create them. Given that most marketers or sellers rarely get training on value proposition development, it can be difficult to establish a consistent and repeatable approach. This session presents a Value Proposition Platform™ approach that is based on the preferences of decision-makers who evaluate them in their buyer journey.
You will learn:
1.The inputs necessary to design buyer-focus messaging from the start
2.How to use internal and external stakeholders to gather buyer language
3.How to build a Value Proposition hierarchy to cover different segments & audiences
4.Pulling a Value Prop into Sales Messaging and Conversations
Lisa Dennis, The Buyer-Focused Value Propositions ExpertRecorded: Apr 11 201941 mins
An elevator pitch is often confused with a value proposition. The assumption is that if you have the pitch down, you will be able to drive the right buyer conversation. But if you start with just a short pitch – how do you get to extended messaging for marketing content that drives initial engagement? . In Session 2 of the Value Proposition Masterclass w will tackle the age-old assumption that a value prop has to be “short.” The reality is that expanding from one short sentence into coherent, and consistent marketing messaging across all types of content assets, types and formats is a huge challenge. A pitch should be a distillation of a strong message strategy that is well developed and thought out. The best elevator pitches and tag lines come from a strong foundation – ensuring that message is clear, consistent and buyer
You will learn:
1.The components of a complete Value Proposition Platform™
2.Using a modular approach to value proposition messaging
3.How to pull through your message into sales conversations
Lisa Dennis, The Buyer-Focused Value Propositions ExpertRecorded: Apr 11 201949 mins
The pressure of deadlines, lead generation goals, and content creation can make refining a value proposition hard to fit in. Sometimes you just need to do a quick makeover to help narrow in on key targets or tweak to increase engagement. We will kick off Session 1 of the Value Proposition Masterclass by focusing on some tips and tricks to help you reboot your existing value prop to be more buyer-focused. We will look at some real value props sent in by BrightTalk Sales Expert Channel members and do some “live” makeovers to show you how to move closer to the buyer with language and focus adjustments.
You will learn:
1.How to quickly diagnose the health of your value prop
2.Quickly identify the inputs necessary to design buyer-focus messaging from the start
3.How to use internal and external stakeholders to gather buyer language
4.How to avoid “me too” value points
Mike Kunkle, The Sales Transformation ExpertRecorded: Apr 10 201947 mins
Do any of these statements sound familiar?
- We need our reps to do better discovery! Let’s do a refresher training on that.”
- Our reps need to shift from a product-focused transactional selling to value-based consultative selling.”
- Why do we need to train our reps on qualification again? We just did a session at SKO?”
Getting adoption for a new process or sales methodology is not easy. That’s because changing behavior, especially organizational behavior, is hard work.
In this webinar on The Sales Experts channel, sales transformation expert Mike Kunkle will:
- Expose some true stories and painful challenges with sales methodology adoption.
- Share a logical process that has been proven to improve adoption, foster the behavior change you want to see, and improve sales force performance.
- As a bonus, Mike will share one of the latest trends in sales methodology that can prepare your sales force to succeed with modern buyers in this buyers’ market.
Join Mike for this webinar (where your questions are welcomed and expected) and learn how to implement a sales methodology so it sticks and delivers the sales results you want.
Dionne Mischler, The Inside Sales Team ExpertRecorded: Apr 10 201946 mins
During this webinar, we’ll talk about the top five key aspects that must be in place for a team to be intentionally successful. These aspects create the framework for:
This framework leads to more confident sales people closing more deals.
Ron Karr, Sales Strategist, Global Keynote Speaker and Creator of the Velocity Mindset™Recorded: Apr 10 201946 mins
Getting a customer’s attention and their buy-in to your solution is critical to your success. Yet most salespeople are doing things in the conversation that is taking from that objective. As leaders, salespeople need to create an environment that is safe for their customers and one that motivates them to participate in the RIGHT conversation. Doing this correctly will help you increase your closing ratio and identify new opportunities.
In this interactive webinar, Ron Karr will provide simple strategies and tactics on how you can get your customer’s attention and buy-in. He will model it for you and explain why it works based on the latest neuroscience findings. You will be amazed at how simple it really is.
* Leverage the psychology of influence
* Remove barriers and build questioning skills that help you start a conversation and engage in ways that help you learn more from others
* Position your products and services more powerfully
* Discover the counterintuitive engagement strategy of leading with Outcomes vs. Products/Services
* Why Velocity Mindset™ is critical to the survival of your business
* How to achieve bigger results
Ron Karr, Sales Strategist, Global Keynote Speaker and Creator of the Velocity Mindset™
C. Lee Smith, The Sales Discovery Process ExpertRecorded: Apr 10 201945 mins
In sales, as in medicine, prescription before diagnosis is malpractice. Whether the objective is to grow an account -or to grow and develop a salesperson - the discovery stage is critical to your success.
Enabling a sales team for high performance requires an understanding of the wants, needs, skill gaps and behavioral tendencies for each individual salesperson. Many managers limit their effectiveness by falling back on the activities found in the CRM, but the things that lead to higher performance – attitude, motivation, sales aptitude and (the typically overlooked) soft skills – can also be measured. These analytics often reveal WHY sales representatives aren’t selling more and reaching the next level of sales performance.
Mastering these metrics, and how to use them, makes it easier for managers to adapt sales coaching, development and reinforcement of sales training for maximum and sustainable impact.
You will learn:
1.The 10 things sales managers must know about every sales rep that you won’t find in Salesforce.
2.How sales team discovery improves the effectiveness of sales training, coaching, motivation and employee engagement.
3.Which people skills (soft skills) are most important for peak sales performance.
4.How the discovery process stacks the deck in your favor when hiring and retaining your best performers.
Michael Dalis, The Drive-Sales ExpertRecorded: Apr 9 201948 mins
As Leadership, you want faster sales acceleration. You spend a lot on Sales Management and Sales talent, and Sales Enablement, so why aren’t your sales growing at the pace you need? Your experience may not be in Sales, so what role should you and your Leadership team play in Sales Enablement?
Michael Dalis — a recognized leader on the subject of B2B selling, a former sales leader and author of Sell Like a Team - How to Win Big at High Stakes Meetings — invites you to join him in this webinar to enable you to:
-identify the likely root causes of your organization’s slow sales acceleration,
-avoid the common failure points in sales development initiatives, and
-pick your spots where strong Leadership and Coaching impact faster sales growth.
Following this webinar, you will be clear on how you can drive faster Sales Acceleration from the C-Suite by making the right adjustments to your Sales Development investment.
You will learn:
1. Why the responsibility for growth cannot be fully delegated
2. What roles senior executive plays in growth
3. How to play those roles effectively
Lisa Magnuson, The Landing 7-Figure Deals ExpertRecorded: Apr 9 201945 mins
Do you want to beat out your competition for your largest opportunities? Do you know how set competitive landmines? Are your competitive block strategies working? Learn how to get ahead of your competitors through strategic landmines.
You will learn:
1.What are the competitive trends that you need to know about?
2.What kind of competitive intel is essential to build your strategy?
3.The ‘must have’ competitive analysis tools, including a Competitive Strategy Checklist.
4.How to set competitive blocks to beat your competition more frequently.
Deb Calvert, sales researcher, field coach and authorRecorded: Apr 9 201945 mins
It's the conversation no one wants to have. But it must be done. How can you deliver a difficult message without demotivating a seller? How can you speak directly and clearly so a seller will make the changes you need?
We'll talk about the value of candid conversations and how Sales Managers should conduct them to maintain morale and boost sales effectiveness.
Liz Gonzales, Director of Product Marketing at Copper CRM and Pouyan Salehi, CEO and Co-founder of PersistIQRecorded: Apr 2 201926 mins
We partnered with PersistIQ to talk about 5 ways you can improve your sales prospecting in 2019. Joining us on this webinar is Pouyan Salehi, the CEO and Co-founder of PersistIQ to share the most effective ways to prospect better.
Register today to learn how to:
-Reach more prospects
-Personalize your sales communications at scale
-Prospect, engage, and close leads all from one system
Find out how your sales teams can prospect better and close more deals!
Danielle Dahlstrom, Anaplan | Omar Aguilar, Deloitte | Michael Puleo, Deloitte | Ed Majors, Deloitte | Ron Dimon, DeloitteRecorded: Apr 2 201962 mins
Zero-based budgeting is an approach to achieving sustainable cost management by developing a bottom-up budget directly aligned with the organization’s strategic objectives. In theory, this forces decision makers to continuously look at the organization’s resource allocations with fresh eyes, free from the limitations of past assumptions.
How well does this theory translate into practice? In this webcast, we’ll discuss:
•How to determine if your organization is a good candidate for ZBB, where to start, and how to promote organizational acceptance and avoid technology challenges
•Why a digital approach to ZBB can make the process faster, easier, and more effective
•How Deloitte’s Anaplan-based “ZBB-in-a-box” solution can be deployed to quickly identify, deliver, and sustain cost savings
Danielle has worked in the finance and planning technology industry for over 18 years. Danielle joined Anaplan in 2018 and works with customers in finance as they look to drive differentiation for their organizations leveraging the Anaplan platform.
Omar is the global leader of the Strategic Cost Transformation service offering for Deloitte Consulting LLP, focused on supporting and serving multinationals and local clients across the globe.
Michael is a Managing Director focusing on Strategic Cost Transformation leading more than 20 cost reduction engagements. He has been with Deloitte over 20 years, supporting engagements in manufacturing, consumer products, life sciences, media.
Ed is a Principal in Deloitte’s Enterprise Operations practice. Ed has 20+ years of experience working with companies to design and implement world-class business processes, organizational models, and technology solutions that increase their revenues and profitability
Ron has been designing and implementing EPM and Connected Planning solutions for 18 years. Ron helps clients improve their strategic, financial, and operational performance through better planning, analytics, and decision-making.
Deb Calvert: Sales Coach - Trainer - Speaker - ResearcherRecorded: Mar 27 201942 mins
Sales performance depends on sales people. Learn how you can be more effective in delivering feedback that changes sales behaviors and boosts sales productivity. You'll learn the 3W Feedback Model, a simple way to ensure that your feedback sticks.
Christopher Ryan, The B2B Revenue Growth ExpertRecorded: Mar 26 201945 mins
A clear, compelling and differentiated brand is a critical factor in the success of every market leader (company or individual). The right branding and positioning strategy can propel your growth and provide significant competitive advantage and the wrong branding strategy can make it more difficult to achieve revenue goals.
In this event, part 1 of the revenue growth series, discover how to craft your messaging to accelerate revenue and command higher prices. Find out how to use artful branding to take yourself out of bidding wars and become the “obvious choice”. Understand how you can brand yourself both for today’s and future markets. Hear examples of companies that have been branding winners and losers (and the differences).
We’ll cover the scenarios where you need a major brand overhaul and those where a branding tune-up is sufficient. You will understand why your brand promise is not just a clever slogan that your marketing department dreams up, but rather the foundation upon which your business is built. Last, but certainly not least, we will discuss how your branding and positioning can be used as a key asset to achieve profitable revenue and grow the value of your company.
You will learn:
1.Which branding elements contribute to greater revenue.
2.How to successfully out-brand a larger competitor.
3.The six major principles that separate great brands from mediocre brands.
What you can start doing today - to get your branding and positioning on track.
Simon Tucker, Anaplan | Ron Dimon, Deloitte Consulting | Chandana Gopal, IDC | Jeff Brobst, SeagateRecorded: Mar 25 201958 mins
Business planning is a simple idea in concept but in reality, it’s a complex activity woven of data, people, process, and plans. We surveyed 1000+ planning professionals across 45 countries and 18 industries to shed light onto how organizations are accelerating business value through Connected Planning.
In this webinar, we will discuss the key findings and ask our panel of experts for their predictions on how organizations should plan their way to success in 2019 and beyond.
In this webinar, our panel will:
•Share their business planning predictions for 2019
•Discuss the most intriguing data from the survey
•Provide tips on turning Connected Planning into a competitive advantage
About the speakers:
Simon brings over 15 years of experience in EPM and BI to Anaplan. Prior to Anaplan, Simon was head of product marketing for Adaytum until the acquisition by Cognos in 2003.
Ron Dimon has been designing and implementing EPM and Connected Planning solutions for 18 years. The author of “Enterprise Performance Management Done Right” (Wiley, 2013) and the forthcoming “Connected Planning: A Playbook for Agile Decision Making” (Wiley, Dec. 2018), Ron helps clients improve their strategic, financial, and operational performance through better planning, analytics, and decision-making.
Chandana Gopal is Research Manager for IDC Business Analytics software responsible for the advanced and predictive analytics practice. Ms. Gopal’s core research coverage includes the vendor and buyer research in BI and predictive analytics.
Jeff Brobst is responsible for driving optimal financial results through the implementation and management of world-class processes and systems in addition to developing high performance teams. His expertise not only relates to financial planning processes and systems implementations but also accounting & business process management.
Barbara Weaver Smith, The Large Account Sales ExpertRecorded: Mar 20 201945 mins
Part II in the series Your Growth Ecosystem: Don’t Think Small About Your Big Accounts. For CEOs, Presidents, Founders/Owners, Business Development Heads, Sales VPs, and Key Account Managers of companies of any size, with special relevance to those with $10 million to $500 million in annual revenue. The series is a strategic, high-level approach to managing your organization to successfully sell and grow sales to multinational and global corporations.
The successful large account salespeople today and in the future need to be intelligent, informed, skilled, knowledgeable and wise. Too much sales training focuses on information (mostly product-based) and skill (mostly routine). The leaders’ job is to coach the entire team to translate information into knowledge and move towards real wisdom in their interaction with prospects and customers. This webinar covers how to create a culture of coaching within your sales team, how to develop a deep customer-centric perspective within your company, and how to manage the short-term demands with a long-term perspective.
You will learn:
1.How to coach your team to turn their information into useful knowledge.
2.How to find time and ways to coach your team.
3.Sales enablement ideas for a coaching culture.
4.Characteristics of a culture that fosters fast growth.
5.How to nurture a customer-centric perspective in your sales team.
Chuck Rybacki, Chief Product Officer, Conga & Sheryl Kingstone, Research Director, 451 ResearchRecorded: Mar 19 201947 mins
In today’s digital economy, companies are competing for customers like never before as price and product are no longer the only drivers of business. The value of delivering an engaging customer experience is on the rise, and businesses are increasingly turning to software and digitized processes to accommodate this trend. In fact, 80 percent of businesses are either planning or formally engaged in digital transformation initiatives to improve their overall customer experience.
Join us to understand:
-The importance of Digital Transformation
-Why businesses must respond to the pace of change
-The tools for Digital Transformation success
Deb Calvert w/special guest Drew StevensRecorded: Mar 19 201945 mins
Are you struggling with sales success? Are you meeting your sales closure goals? Or, are you simply seeking better and more efficient methods to close sales quickly? Selling is a 3000-year-old profession that requires one ideal to achieve success – simplicity! Sometimes it is not what you are doing but what you are avoiding so that you achieve and exceed quota. In this fascinating, interactive and enjoyable presentation you will be engaged with the art of simplicity and basics so that you achieve more, bypass competition and excel personally and professionally in all you do!
In this interview you will learn:
1.How to achieve differentiation from other sales professionals
2.Compare and contrast electronic and traditional methods to break out from competition
3.Analyze and develop better methods to reaching the economic buyer
4.Understand the importance of a process and remaining true
The Motivation Expert, Jim Cathcart, author of The Self Motivation Handbook and 17 other books, is one of the top influencers in Sales & Marketing worldwide. He’ll explain how to get people to do what needs to be done even when they don’t feel like it…yet. Jim is the original author of Relationship Selling® and has worked with over 3,000 clients to increase their success
Shari Levitin, CEO of Shari Levitin GroupApr 26 20194:00 pmUTC47 mins
The of the biggest challenges facing sales reps and sales leaders is the failure to effectively connect, share and listen to our customers. In this session, you will learn:
•Anything that can be told can be asked
•The ASK, LISTEN AND LINK method to sales
•Leveraging first, second and third level questions will get to the heart of why people buy your product or service
•How to listen to the emotion behind the words
•Unpack three methods for linking what’s important to the customer and your offering
Imagine a team that’s always in fierce competition with its’ rival. It has fewer resources than its’ opponents – less money, fewer players, older equipment, less data. Yet this team has the best record in its’ league – by far. Tim will show you how you can apply the performance principles this team uses to your business and to your life.
Connie Kadansky, Sales Call Reluctance CoachApr 26 20196:00 pmUTC46 mins
You cannot depend on relationship-building skills alone to make the sale for you! Relationships are important, but buyers primarily want you to fulfill their needs and solve their problems. Customers do not take action unless they are challenged to take action. Learn how to avoid the amygdala hijack and how to overcome yielder Call Reluctance and close the sale.
Why do the majority of salespeople struggle to have conversations with buyers that build trust and add value? Learn what science has found are the hidden, but most common, mindsets and beliefs that the majority of salespeople struggle with and discover how they impact sales performance and growth.
Kevin Eikenberry, The Remarkable Leadership ExpertApr 30 20197:00 pmUTC45 mins
As a leader, you are a coach, yet many leaders don’t coach very well. Before you can apply the coaching tools and models your organization suggest and provides to you, you must have the confidence to use them. Make no mistake, without the confidence to coach, you will be hesitant and less successful, plus it will be hard to instill confidence in your team members too.Join leadership expert and best-selling author Kevin Eikenberry for this interactive and practical webinar. You will gain insight into the mindset required to coach successfully, and how to build it for yourself. If you are thinking organizationally, you will leave with ideas to help your organization infuse greater confidence into your coaches.
You will learn:
1. Why confidence is so important for coaches
2. Five ways to build your confidence as a coach
3. How to help others become more confident as coaches
4. How to effectively translate coaching confidence to coaching success
Christopher Ryan, The B2B Revenue Growth ExpertMay 1 20195:00 pmUTC45 mins
The revenue model is your strategy to earn income and generate profits, while the Go-to-Market (GTM) plan is the specific tactics you use to carry out the strategy. Every business should periodically evaluate its revenue model and GTM plan to ensure they are achieving maximum results in the most efficient and cost-effective way. In this event, you will learn over 20 potential ways to generate revenue and how by either selecting a better model or optimizing your existing strategy, you can achieve sales acceleration and better profit margins. New models will be included as well as proven frameworks like online, channel, direct, telesales, and hybrids.
We will also discuss when it is better to optimize your existing model and how to do so. You will also learn about how pricing and packaging are two powerful tools that you can deploy to generate more revenue and achieve competitive advantage. Examples of companies that have achieved fast sales acceleration will be shared as well as proven strategies to quickly implement your new or optimized model. The overall goal of this event is to help you generate greater amounts of revenue, faster and more predictably.
You will learn:
1.How to diagnose the strength of your existing revenue model.
2.Best ways to quickly achieve sales acceleration.
3.How to optimize your pricing and packaging.
4.Tips to successfully implement your new or revamped model.
5.Methods to test a new model without disrupting your existing revenue stream.
Social selling is becoming a vital source for prospecting, lead generation, client engagement and service. In fact a recent study of over 500 B2B sales professionals found that 72.6% of sales professionals that use social media outperformed their peers that don’t. In this fast paced seminar Shane Gibson will help you and your team to profitably and efficiently integrate social selling into your sales process.
Are You Looking for…Higher Quality Leads / Referrals, More Motivated Customers, Increased Deal Velocity or Improved Close Ratios? Then, You should consider how your Social Evidence is working for You or not. This webinar will explore the power of Social Evidence and how to leverage it for your business.
People who think that LinkedIn isn’t worth their time have probably not experienced the exposure or engagement they need to noticeably build their business. An insubstantial presence on LinkedIn IS costing you credibility and that IS costing you business. This webinar will cover the steps you need to create a powerful brand on LinkedIn.
Barbara Giamanco, Sales and Social Selling AdvisorMay 3 20197:00 pmUTC42 mins
To reach today’s modern buyer, sellers need a mashup of inbound and outbound sales activities. Barb Giamanco will share 7 strategies for using social channels and creative outbound approaches to peak buyer’s interest, attracting them to your salespeople like a magnet. That’s the path to generating more leads and sales conversations!
Carole Mahoney, The Sales Coach ExpertMay 6 20193:00 pmUTC25 mins
Join host Carole Mahoney ask she talks with Stephen Drum, a combat-tested Navy Seal and senior enlisted leader with 26 years of leading and developing high-performance teams to succeed. Together they explore what salespeople, sales managers, and sales leaders can learn from how the Navy Seal prepare, practice, and perform in high stake moments.
You will learn:
1. Why preparedness is so important, and why we don’t do it.
2. What processes can be learned from performance psychology.
3. How the military reviews, drills, and executes to continuously improve results.
4. What steps we need to take to better prepare and the one thing we must absolutely do.
5. The surprising element that every sales professional must remember.
Meridith Elliott Powell, The Connection ExpertMay 7 20192:00 pmUTC45 mins
In the world of sales there are no excuses. Complaining and justifying non-performance a waste of time and energy. No one cares. . The only thing that counts is how many deals you close, how many clients you win, how many relationships you deepen. Sales Is about getting results!
In this webinar we are going to not only show you what is holding you back as a sales professional, but give you the strategies you need to cut through those excuses. We will dive deep into how to more easily and effectively differentiate yourself from the competition, get out of the price war, and make that important connection with clients that has them begging to do business with you.
Selling today is different – the marketplace, the customers, the competition. Doesn’t it make more sense you would need a new set of strategies. If you are looking for ideas, insights and the secrets to opening more doors and closing more sales then this is the webinar for you. Join business growth strategist, Meridith Elliott Powell, and learn the what it takes in today’s marketplace to send sales through the roof!
You will learn:
1. The truth about what is holding you back in sales
2. Epic ideas for cutting through the excuses
3. Proven ideas to open more doors and close more sales
4. A powerful plan of action to send sales through the roof
Lisa Magnuson, The Landing 7-Figure Deals ExpertMay 8 20194:00 pmUTC45 mins
Do you know how to score your largest opportunities to determine how to move forward? Is your scoring criteria leading to big wins for your largest enterprise prospects? Are you gathering the right insights about your highest scoring prospects? Learn about the seven factors to score your enterprise accounts for opportunities now.
You will learn:
1.Why is scoring your top opportunities critical?
2.What are the most important account scoring criteria?
3.How to determine the best insights needed for your highest scoring prospects.
Author Marylou Tyler (Predictable Revenue & Predictable Prospecting) gives you 7 telephone strategies designed to book more first meetings, schedule more appointments with decision makers and turn your phone into a powerful sales tool that makes prospecting into targeted accounts fun, consistent, predictable and successful.
Our buyer research in the Stop Selling & Start Leading® movement revealed specific behaviors that buyers want to see from sellers. In this webinar, I'll share what this means for needs assessment and how you can shift from old-school diagnostic to buyer-preferred dialogic assessments.
Texts…tweets…chat… More people prefer their content in snack-size portions today. Long, linear presentations and demos are a thing of the past. Learn how to create powerful snack-size presentations that engage busy buyers and help drive sales!
Discover a method to closing that advances the sale with 95% certainty, is zero pressure and involves just two questions. In this session, you will learn the exact technique for advancing the sale while making clients feel more educated, in control, and causes them to see you as a facilitator and consultant.
Barbara Weaver Smith, The Large Account Sales ExpertMay 15 20194:00 pmUTC45 mins
Program #5 in the series Your Growth Ecosystem: Don’t Think Small About Your Big Accounts. For CEOs, Presidents, Founders/Owners, Business Development Heads, Sales VPs, and Key Account Managers of companies of any size, with special relevance to those with $10 million to $500 million in annual revenue. The series is a strategic, high-level approach to managing your organization to successfully sell and grow sales to multinational and global corporations.
Hunter, Farmers, SDR, ADR, BDR, Account Exec, Road Warrior, Pre-Sales Engineer—the mix of specialized roles and titles can be overwhelming, especially for a small but growing company. This presentation will help you sort out the whys and wherefores of placing your people into the most appropriate roles for success in selling your product/service lines to large accounts, and to set the stage for scaling as you grow. For larger companies, you’ll get ideas for re-org if you’re not getting the results you want.
You will learn:
1.What the variety of sales roles today and how each supports large account sales.
2.How to enable a team sales approach for large account sales.
3.How to effectively engage subject matter experts in your large account sales process.
4.How to consider resellers, partners and intermediaries as part of your sales team.
5.Complications in placing people and how to avoid them.
Liz Heiman, Chief Strategy OfficerMay 16 20194:00 pmUTC45 mins
46% of sales reps don’t hit their goals. Is that good enough for you? Don’t leave sales results to chance. Make sure you set your sales team up to succeed. These 7 steps will help you ensure that your team has what they need to succeed.
You will learn:
1.Avoiding Sales Prevention
2.How Vision Helps
4.What Your Sales Team Needs from You
Caryn Kopp, Chief Door OpenerMay 17 20193:00 pmUTC45 mins
Leaders! Join Chief Door Opener, Caryn Kopp when she shares the secret sauce for landing meetings with larger prospects. You’ll learn:
•Which prospects are exactly right for you
•How to create the sales message that piques interest and gets you in
•The tactics that Door Openers® use to get meetings others can’t
Why your Key accounts aren’t growing as much as they could be
Understanding your current situation and relationships
Prospecting in Key Accounts
Building a plan to grow an account
Leveraging your team to succeed